Top 20 Tactics

18 Proven Sales Tactics That Work in Any Industry

Developing a strong sales program is the most critical aspect of any business. Without effective sales strategies, companies will not be able to compete and grow. Sales professionals must learn how to implement proven sales tactics that work. These sorts of sales tactics do more than just help them to close individual sales; they help to …

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Identify Types – Know What Kind of “Difficult” You’re Up Against

Before you meet with a person, you should do a little homework. Making identification an automatic habit will help ease this step and better your skills. First do some research to learn about the person and their background, reputation, and even quirks. The more you know about the person before you meet him or her, …

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The Bluff

The Bluff is the single most difficult tactic to identify. It occurs when the other side says things such as: “I have no room to move”; “That is the best I can do” or “I have a competitive bid that is 20% cheaper.” Most people trust that the other side is telling them the truth …

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Withdrawal

Recall when you were a young child gathered with your friends.  You’re all in deep discussion about what game you’ll play together.  Timmy suggests dodge ball, Susie offers a board game, and you too like the board game idea.  Thus, your and Suzie’s democracy votes board game, while Timmy angrily refuses.  Eventually, Timmy gives you …

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Monetary Concession

People may use three types of tactics to make you concede your pricing.  They may start with “Give me a ballpark price;”  “You have to do better than that;” and “Let’s Split the Difference.”  Each of these is difficult to handle, and when combined throughout a discussion of price, they can create a “triple-whammy.” Let’s …

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Good Cop/Bad Cop

Sometimes you may find yourself in a situation with two or more participants on one team, you’ll notice one partner acting very cordial and empathetic, where the other partner is extremely temperamental and demeaning. The “bad cop” threatens you and probably declares that there is “no reason to continue conversations.” Once you begin to fear …

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Higher Authority

Have you ever found yourself in a situation where you’re in the process of solidifying a deal and the person you’re dealing with has got you handshake away from completion and then drops the infamous line, “This looks good, and now I’ll just have to ask my boss/client/wife/committee if this is acceptable before it’s final.”? …

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